This document provides information from a consultant on business development, sales, and marketing. It includes an agenda covering BD elements, lead generation tools, sales tools, account management tools, and more. The consultant then reviews what they screen for new clients, including website reviews, LinkedIn profiles, business models, and more. Various tools are listed for marketing, sales, email marketing, account management, and self-organization. An example outbound lead generation campaign is outlined, including target industries, team roles, channels, goals, and timeline.

1. BD, Sales and
Marketing

2. Hi there!
I’m Marina Nikitchuk, BizDeva, IT BD
Consultant
● B2B IT Sales, Inbound and Outbound Lead Gen Specialist, ABM
● Social2B ; Provectus; Squadex ; DataArt
● Friends: BVG Software Group, Codeska, Nextpage, HYS Enterprise, etc.
● IAPM lead lecturer on Business Development, Sales & Marketing

3. Agenda
● BD Elements. Let’s try to structure the chaos
● Inbound Lead Gen Tools
● Outbound lead Gen Tools
● Email Marketing Tools
● Sales Tools
● AM Tools (if they exist)

4. I’m constantly using or learning
different skill sets, tools, or
experiences to address problems or
tackle new things.
It’s this variety that makes me
absolutely love what I do.

5. What BDs don’t like? (hate)
•Tonnes of sheets and excels
•Lack of structure
•Unpredictability
•Bureaucracy
•Tools?

6. What do I screen (review) before the start?
● Website
● Crunchbase info
● Reviews
● LinkedIn page
● Blog
● Twitter / third party sources
● CRM
● Infrastructure
● Materials
● S&M department structure
● Business model Canvas
elements
● Industrial specifics
● Current clients lists
● Niche expertise
● Size of the projects ($, ppl
involved, time)
● Target audience
● Target regions: countries, cities
● Size of the target companies
● Desired targets in 1 year
● Market feedback analysis

7. •

8. •

9. •

10. •
Inbound and Direct Sales Efforts Email marketing campaigns Content marketing, SMM and ads
Account management (cross-sell, upsell) or/ and Customer
Success Management

11. •

12. Tools for Marketing
Competitors Website Content Social media
mentions
SEMrush
https://neilpatel.com/
Owler
Google Analytics
Leadfeeder
SimilarWeb
Advego
SocialReport
YouScan

13. Current sales process looks like
Lead Searching /
Cleaning the list
LinkedIn outreach
Email outreach
You have to create a
dedicated list of
industry-specific
keywords based on
top companies from
the market & make
your potential clients
list
You can scrape the list
of all people from each
specific search query
And
https://www.intricately.com/
<3
Plan your sequence of
emails: prepare not
less than 3 emails
upfront

14. Tools for Sales
Lists and data LinkedIn Emails
Phantombuster - data scraping
Crunchbase
Angel.co
LI Sales Navigator
Dux-Soup
or
LinkedHelper
Lempod - for LI posts
Clearbit
Prospect.io
Hunter
MailTester
Snov.io
Freelancing
platforms,
Quora,
Reddit

15. Tools for Email Marketing
Gather emails Validation For digests For tracking
Clearbit
Prospect.io
Hunter
MailTester
Postmaster Tools
Mailchimp
Mailerlite
ActiveCampaign
Hubspot Sales
Yesware
Boomerang

16. Tools for AM
LinkedIn Navigator
LinkedIn filters
Google Alerts
Twitter
CRM
Google Forms or alternatives
BaseCamp

17. Tools for self-organisation
● G-Calendar
● Trello
● Calendly
● Zoom integration
● Grammarly
● Telegram
● Miro
● Mockups
● Notes
● G-Calendar
● Trello
● Calendly
● Zoom integration
● Grammarly
● Telegram
● Miro
● Mockups
● Notes

18. Outbound Lead Generation

19. High-Level Business Development Plan

20. Planning by month

21. Let’s review some concepts
1. Initial contact 2. Tailored Pitch.
Follow ups. News
Monitoring
3. Gather Information
-get the email
4. Arrange introductory
call to explore
opportunities
5. Arrange a meetingcall
with an expert. Demos.
Salesperson, SME,PM/DM
6. NDA->General
Estimates
(PM+DM)->SOW
(PM+DM+Sales)
->Proposal
(PM+DM+Sales)

22. “

23. “

24. Target: cryptocurrency well-funded startups, blockchain startups
Campaign kick-off:
Report
● Meetings Scheduled -
● Not interested (and why) -
● Long-term leads -
Comment:
Team
● Stakeholder - Marina
● Executor - Ivan
● Coordinator - Marina Nikitchuk
● Help from the delivery side - Marina & Alex
● Infrastructure
● Excel:
● Trello Board:
● Pipedrive:
● Weekly status reports on Mondays.
● Channels of Execution
● Social networks (LinkedIn)
● Emails
● Calls
● Initial pitch approved by the Team

25. Invite message:
Hi, ...
I was really impressed with your
blockchain project. It would be
great to discuss some new
marketing and branding
opportunities for (ICO name) if
you choose to connect.
Kind regards,
Ivan

26. Pitch:
Hi (or hello),
Thank you for accepting my invitation on LinkedIn.
After coming across your “ICO name” website, I wanted to reach out to you and discuss some
new marketing opportunities.
Progressively, ICO startups face more challenges to become successful. The general public
became sceptical of ICOs because of the frequent occurrences of scams and fraud.
So what’s your story? Does it resonate with the current market conditions?
I would love to share with you how our marketing integration boutique S2B could help you to
deliver your message to the market.
Would you be interested to schedule a 15-minute talk to share these and other ideas?
Thank you for your time,
Kind regards,
Ivan

27. Goals for the campaign
Marketing research, brand awareness, arrange at least 5 introductory
meetings with the decision makers (CMO, CEO, Marketing Director).
Relevant materials
● Introductory deck
Timeline:
1 month, 29th of Jan - 11 of Feb.
Status sync-ups
Weekly status sync-ups on the progress
Each Monday.

28. Reading list
● https://www.leadfeeder.com/blog/top-lead-generation-tools/#gref
● https://www.unisender.com/ru/blog/haki/postmaster-tools-by-gmail-br-kak-nastroit-i-kak-ispolzovat
● https://digitalmarketinginstitute.com/en-gb/blog/2017-5-16-how-to-use-marketing-automation-for-lead-gen
● http://www.b2bmarketingexpo.co.uk/
● https://www.slideshare.net/MarinaNikitchuk/presentations

29. Thank you!
Questions?
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+38 063 455 35 83